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Friend and Foe

Nonfiction: Business
Unabridged   9 hour(s)
Publication date: 09/29/2015

Friend and Foe

When to Cooperate, When to Compete, and How to Succeed at Both

Available from major retailers or BUY FROM AMAZON
Audio CD ISBN:9781622319374
Digital Download ISBN:9781622319381


Do we achieve our best outcomes by competing or by cooperating? This question has fueled a long-running debate. Some have argued that humans are fundamentally competitive and that pursuing our self-interest is the best way to get ahead. Others argue that humans are hardwired to cooperate and that we are most successful when we collaborate with others.

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Product Description

What does it take to succeed? This question has fueled a long-running debate. In Friend and Foe, researchers Galinsky and Schweitzer explain why this debate misses the mark. Rather than being hardwired to compete or cooperate, humans have evolved to do both. It is only by learning how to strike the right balance between these two forces that we can improve our long-term relationships and get more of what we want.

Galinsky and Schweitzer draw on original, cutting edge research across the social sciences to show how to to maximize success in work and in life by deftly navigating between cooperation and competition. They offer insights into topics ranging from how to get and keep power, how to recognize deception and build trust, how to turn our weaknesses into strengths, and when to begin a negotiation to get the best outcome while ensuring that our counterparts walk away wanting to negotiate with us down the road.

And along the way, they pose and offer surprising answers to a number of perplexing puzzles: when does too much talent undermine a team's or company's success; when can acting less competently help you gain status; why many gender differences in the workplace may simply be power differences in disguise; why ending an auction at 2 a.m. can get you the best outcome; how our best intentions can ironically make us appear racist; and why husbands gain weight during pregnancy.

We perform at our very best when cooperation and competition are held in the right balance. This book is a guide for better navigating our social world by learning when to cooperate as a friend and when to compete as a foe and how to be better at both.


"Galinsky and Schweitzer are star researchers and teachers. Here they use their talents to bring order to the often contradictory research on when to cooperate and compete, and they distill their insights into practical tips that anybody can use."—Chip Heath, co-author of Made to Stick and Switch.

"Friend and Foe is a fascinating voyage through the science of cooperation and competition. Discover why we compare ourselves to our Facebook friends, many gender differences are really due to power differences, and it's usually best to make the first offer in a negotiation."—Adam Grant, New York Times bestselling author of Give and Take

"A treasure trove of golden nuggets of information and gem-like insights into the processes that govern social exchange. We all have to cooperate and compete to succeed. Friend and Foe provides the best roadmap I've ever seen for doing so by a mile."—Robert B. Cialdini, bestselling Author of Influence

"Two of the most respected scholars on success explain how you can get along and get ahead. Their guided tour of how to cooperate and how to compete is authoritative, entertaining, and eminently practical!"—Angela Duckworth, University of Pennsylvania

"A fascinating read, and an eye-opening look at how we navigate an increasingly complex social world. Meticulously researched, filled with compelling real world anecdotes, Friend and Foe is a unique and vastly entertaining roadmap to improving relationships and resolving conflicts—at work, at home, and in life."—Ben Mezrich, NY Times bestselling author of The Accidental Billionaires and Once Upon A Time in Russia

Author Bio

Adam Galinsky is the Vikram S. Pandit Professor of Business and Chair of the Management Division at the Columbia Business School at Columbia University. He received his Ph.D. from Princeton University and his B.A. from Harvard University.